Emerging issues in sales forecasting and decision support systems
Essam Mahmoud, Gillian Rice, Naresh Malhotra
Journal of the Academy of Marketing Science · 1988 · Volume 16 · Issue 3
Abstract
There are two distinct groups of emerging issues in the area of sales forecasting and decision support systems: methodological issues and implementational issues. This paper discusses each of them. The discussion of implementational issues includes some results of a survey of forecasting practice. The paper serves as a preface to the special section on sales forecasting and decision support systems and introduces the papers included in the special section.
Keywords
Decision Support System, Market Research, Forecast Accuracy, Product Life Cycle, Forecast Method
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